Sales Team Lead – SMB

Role Overview

The Sales Team Lead is responsible for driving revenue growth through the effective leadership of a high-performing sales team. This role combines people leadership, pipeline discipline, and consultative selling.

Working closely with Sales Managers and cross-functional partners, you will lead a team of Sales Executives across SMB and Mid-Market segments, ensuring consistent execution, strong productivity, and reliable quota attainment. Success in this role requires commercial acumen, operational rigor, and a data-driven leadership mindset.

You will act as both a people leader and deal sponsor, ensuring excellence across revenue delivery, activity standards, quality, and forecast accuracy.

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Key Responsibilities

Sales Leadership & Team Performance

· Lead, coach, and performance-manage a team of Sales Executives across SMB and Mid-Market segments

· Own team-level quota attainment, pipeline coverage, forecast accuracy, and productivity KPIs

· Set clear daily, weekly, and monthly performance expectations (e.g. outreach volume, pipeline progression, SLA adherence)

· Run a structured inspection cadence including pipeline reviews, call coaching, and quality scorecard reviews

· Drive effective onboarding and ramp programs aligned to seller experience levels

· Create individualized performance plans to support continuous development and progression

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Pipeline & Revenue Execution

· Drive disciplined opportunity qualification using structured sales methodologies (e.g. BANT, MEDDICC-lite)

· Ensure consistent outbound and inbound execution across calls, email, and sales engagement tools

· Enforce SLA standards for lead follow-up, advertiser responsiveness, and renewal coverage

· Maintain strong CRM hygiene, clean pipeline management, and accurate forecasting

· Consistently deliver against revenue targets and team quota commitments

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Strategic Deal & Account Leadership

· Act as deal sponsor on complex or high-value opportunities

· Guide commercial structuring, pricing conversations, and objection handling

· Partner with internal teams (e.g. Product, Measurement, Policy, Ops) to align with goals

· Support sellers in translating campaign performance data into clear ROI-driven narratives for customers

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Quality, Compliance & Governance

· Uphold quality standards across sales calls, advertiser communications, and CRM documentation

· Ensure adherence to internal policies, advertising standards, and data/privacy requirements

· Monitor outreach productivity, SLA compliance, and audit readiness

· Drive accountability across reporting accuracy and operational discipline

Ideal Profile

Experience Requirements

· 4+ years of experience in sales, lead generation, or digital advertising

· 1–2+ years experience in a team lead or people management role

· Proven success managing performance in high-velocity, metrics-driven sales environments

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Mandatory Qualifications

· Consistent track record of quota attainment (individual and/or team)

· Experience in digital advertising, media sales, SaaS, or platform-based sales

· Strong CRM expertise (Salesforce preferred)

· Experience using sales engagement and prospecting tools

· English proficiency at C1 level or higher

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Commercial & Analytical Skills

· Strong understanding of sales fundamentals (performance, ROI, measurement)

· Ability to coach consultative, value-based selling conversations

· Data-driven mindset with confidence using reporting and analytics tools

· Comfortable engaging both SMB and senior stakeholders

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Mindset & Behaviours

· Performance-driven and highly accountable

· Structured, organized, and operationally disciplined

· Customer-centric and outcome-focused

· Comfortable leading through change in fast-paced sales environments

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About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent- and innovation-led company with approximately 791,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability. Our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities.

Visit us at www.accenture.com

Equal Employment Opportunity Statement

We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, sexual orientation, gender identity or expression, marital status, citizenship status or any other basis as protected by applicable law. Our rich diversity makes us more innovative, more competitive, and more creative, which helps us better serve our clients and our communities

SMB Sales Team Lead - CL9

Job Description